Exinent, an RTP-based web development agency, works with eCommerce companies to help them get the most out of their Magento integrations. Specializing in this single platform makes Exinent an expert in all of Magento’s vast functionalities.

They’ve worked with companies like Tom’s and Ghirardelli to provide exceptional web development and technical support.

Challenge:

Over the course of six years, Exinent worked with a few full-time sales reps, but with each hire, they kept running into the same problems. It was taking around 6 months for reps to even ramp up, and they were individually responsible for running the entire sales process — everything from prospecting to booking meetings to closing deals.

Each time a rep would get rolling, they would have to take their foot off the gas of prospecting and booking meetings in order to run sales processes and close deals. Once they ran out of scheduled appointments, they would then need to redirect their focus again.

This created a discouraging cycle of uneven, up-and-down activity that produced less-than-desirable sales outcomes.

Solution:

Darren Witmer, Chief Strategy Officer at Exinent, recognized gaps in the process and made the decision to uncouple prospecting/appointment-setting from closing deals — he knew that Exinent would be able to close 4-5x’s as many deals if their team didn’t have to worry about lead gen.

So Darren and his team found and relied on RevBoss to take the lead gen process off of their plates, which allowed them to start focusing solely on building relationships and closing deals.

Since Exinent specializes in Magento development, RevBoss set to work on finding prospects that were using that type of technology, and then dove in. “I don’t know how you guys have done it, and I don’t really care, but the success level of targeting prospects that we know are using the technology that we deal with is a huge advantage,” said Darren.

While every prospect hasn’t led to a closed deal, Darren noted that every lead is in the target audience and could be a potential client for Exinent.

Results:

In 3 months, Exinent has had 28 conversations with qualified prospects, and they’ve closed 11 deals in the past 45 days.

They’ve also been able to increase profit margins by 40% on some project-based deals, and have scored four monthly-recurring SEO management and technical support contracts.

I’m so happy we brought in RevBoss and their expertise in this area where we didn’t know what we didn’t know.